CIOs and their counterparts in Sales and Marketing have learned the hard way that saying “no” to user-chosen productivity applications is a non-starter. Join us to learn how leading enterprises are embracing these best of breed applications to achieve transformative improvements in overall collaboration, and sales and marketing productivity.

1. Bring Your Own App
The Secret Weapon for Sales and
Marketing Success

2. What you’ll learn in this presentation
•
How process on top of process magnifies user
pain
•
How tool complexity drives users to take things
into their own hands
•
How smart leaders learn to leverage this
behavior; not suppress it

5. Imagine if this were the IKEA toolset?

6. Luckily it’s much simpler

7. The Evolution of “Bring Your Own”
1980s
1990s
2000s
2010s
BYOL
BYWH
BYOD
BYOA

8. A Trend on the World Stage

9. BYOA’s impact on SMB
LogMeIn recently surveyed 1,200 SMBs on use of
employee-introduced apps in the workplace and found:
•
•
•
69% report active use of employee
introduced apps
52% of file sync/share apps employee
introduced
44% of collaboration apps employee
introduced
Over 2/3 are adopted by IT

10. IT’s role differs across organizations…
a.
b.
c.
d.
Facilitator:
Trust builder:
Gatekeeper:
Dismisser:
Actively encourage BYOA
Manage BYOA through honor system
Block apps outright
Don’t manage BYOA at all

11. …but overall they are receptive to the Trend
a.
b.
c.
d.
Facilitator:
Trust builder:
Gatekeeper:
Dismisser:
33% actively encourage BYOA
26% through the honor system
21% block apps outright
23% don’t manage BYOA at all

12. So, what lessons can BYOA teach us?

13. Meet Joe, our Classic Millennial Sales Rep
Young & social
 Gen-X and Millennials
 Impatient with bureaucracy & hierarchy
Smart & mobile


Blurred personal/work boundaries
59% more use smartphones (vs. non-millennials)
“App Happy”
 Premium on speed, ease, efficiency and convenience
(2x more likely to buy groceries at 7/11!)
 Heavy app users (40+ average on smartphone)

14. Joe “occasionally” embraces the dark side
“They recently made a change
“Click-to-call process through is
kind of a joke... no one enjoys
it as a rep and the only reason
we have it is management can
track whether we had a call or
voicemail.”
that in order to create an opp
from a lead you have to enter
the address. Usually I just
enter in junk info like 123 123
123.”
“I know this stuff is
important to the managers,
but it just makes my day
that much harder.”

15. Joe has also augmented the standard toolkit
Productivity /
Collaboration
Tools
15

16. Heat map user flows to identify pain points
Painful
Conduct
demo
meeting
Cold call
Research
lead
Convert lead
into an opp
Emails and
product
Q&A
Schedule
live demo
Easy
Send
contract
details

17. Overlay tools/process to understand user behavior
Painful
Conduct
demo
meeting
Cold call
Research
lead
Convert lead
into an opp
Emails and
product
Q&A
Schedule
live demo
Easy
Send
contract
details

18. So why is Joe using these apps?

19. Joe’s BYO-apps have common qualities





Purpose-built to solve “tiny problems”
Easy to use
Device agnostic
Emotive
Blend work/life

21. Meetings made simpler with join.me

22. Case Study
Employee Introduced at Scripps
The switch to join.me was
“an easy decision” – our
employees demanded it.
-- Bud Ketterl, VP Project Management at Scripps

23. “Well rounded” apps lead to highest adoption
Solves “tiny problems”
Easy to roll out
Device agnostic
Customizable
Easy to use
Integration friendly
Emotive
Blend work/life
Auditable
Secure & Compliant

24. How to take on a BYOA leadership role
Step 1:
Ask
around
• Establish an open
dialog with users
on how they
augment their day
• Understand app
use cases &
assess needs
Step 2:
Assess the
situation
• Evaluate apps –
benefits, risks
and limitations
• Heat map critical
flows to identify
pain and areas
of friction
Step 3:
Create
your plan
Step 4:
Make it
happen
• Create and
share a list of
approved apps
and process
• Deploy the apps your
users demand
• Develop a
process for
submission and
review of new
apps
• Discover and monitor
cloud app usage
• Build a cloud
directory
• Enforce policies
where needed

25. Contact us to chat!
lou.orfanos@logmein.com
www.logmein.com
www.join.me

26. Thank you!